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Sales Presentation

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Sales PresentationFormal and pre-arranged meeting, usually at acustomer's place (or at a neutral premises) where asalesperson or a sales team presents detailedinformation (often including live demonstration)about a product or product-line.

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What can a sales presentation do?1. Save time of buyer and seller

2. Aids beginning salesman

3. Insures effective presentation4. Increases sales volume

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Types of Sales Presentation

1. The Standard MemorizedPresentation

2. The Formula Presentation3. The Need-Satisfaction

Presentation4. The Problem-Solution

Presentation

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The Standard Memorized

Presentation A carefully prepared sales story which includes all the key

selling points arranged in the logical and effective order.

The presentation package is memorized by the salesmanbefore he conducts an interview with the prospect.

** Effective for door-to-door basis or telephone

** The success or failure of this method depends to a greatdegree upon the ability of the salesman who is deliveringthe sales message.

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Advantages Ensures a well-planned sales presentation

For inexperienced salesman, it aids and lends

confidence Effective for door-to-door selling or selling over the

telephone

Effective for non-technical products

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Disadvantages: Some features may not be important to the buyer

Little prospect participation

Impractical May be interpreted as high-pressure selling

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The Formula Presentation Persuasive selling presentation

More flexible

Effective for salesman previous customers

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Advantages: Presents logical information

Buyer-seller interaction

Smooth handling of anticipated questions andobjections

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The Need-Satisfaction Presentation Flexible, interactive presentation

Determine whether any products being offered might

be beneficial to prospects

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The Problem-Solution

Presentation describing the problem that the customer has and

showing how your product addresses the causes andhence fixes the problem.

Used widely in life insurance programming , industrialequipment, office equipment and supplies, etc.

** The success or failure of the entire programmedpresentation hangs on the kind of job that salesmandoes in explaining and presenting his proposal.

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How to deliver a Sales Presentation Prepare the outline of your presentation. Work with it and

review the details. Develop the ability to speak withconfidence.

Develop the ability to speak with confidence. Review and practice your presentation. Pay attention for

the inflection of your voice, proper phrasing and grammar During the sales presentation, pay attention to the reaction

of your customer. Ask some direct questions and bring

them around again if you see that they are losing interest. Take their opinion and emphasize the benefits of yourproduct.

Tie up your topicswith customer benefits. Make use of visual aids together with your spoken words.

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An Opening a method designed to get the prospects attention and

interest and to make a transition into the next part ofthe presentation.

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Attention getter openings Introduction introducing ones self

Referral telling about someone who speak about the

buyer Benefit telling some benefit of the product.

Product demonstrating the product feature andbenefit..

Compliment praising the buyer or his company Question starting with a question

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Persuasion through Suggestion

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Suggestion Used to persuade prospects

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Types of Suggestions Suggestive proposition ACT now.

Prestige suggestions by using famous people orcelebrities, organizations as the product users

Autosuggestion make them imagine as the users of theproduct

Direct widely used by professionals as it recommends,not telling people to buy

Indirect it helps instill in the mind of the prospect whenthey are in doubt about the competitors product.

Countersuggestion stimulates an opposite response forthe salesmans product.

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Trial closeA major step in the sales presentation

One of the best selling techniques

** Asks for the prospects opinion

concerning what the salesman justsaid. It does not ask the person to buydirectly.

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The trial close should be used at

these 4 important timesAfter making a strong selling point in

the presentation

After the presentation

After answering an objection

Immediately before the salesmanmoves to close the sale

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Record a telephone

conversation selling yourown product.